Canada
A discussions of common and conflicting interests between persons or parties of different cultural backgrounds is called_________________.
Intercultural Negotiation
Negotiators from _________and________ expect you to go to them initially as they are more comfortable in their own territory.
Latin America and Asia.
In Argentina, as in other Latin American countries, In fact, in all Hispanic countries, personal relationships are very important. To conduct business with governmental representatives and local firms you need ___________ to even get an appointment.
an intermediary / a specialized agent
People from Finland and other Scandinavian countries arrive promptly, have a meeting agenda, and engage in no small talk; they prefer to get down to ________ promptly.
the business
Agendas, although viewed in a positive manner in the United States, may not be viewed as positive in some countries, such as in __________ and the __________.
Latin America, the Middle East and also in Japan.
The negotiation site is nearly unimportant to U.S. negotiators compared to their counterparts from________________. The U.S. negotiators are comfortable negotiating in their office, over the telephone, or in another country.
Latin Americans and Asians
Showing discomfort with ________ is one of common Negotiation mistakes.
During discussions with _________, it is wise to keep in mind that they may smile, which usually indicates a lack of understanding. They may say, “Yes,” which may actually mean, “Yes, I understand” but does not means "Yes" to the deal.
Asians
Negotiation is more of an art than _______.
a science
A discussions of common and conflicting interests between persons or parties of same cultural backgrounds is called_________________.
Intracultural Negotiations
The number of people; the age, gender, rank, expertise and the personalities of potential members are all important considerations for _______________.
Negotiation Team Selection
During the discussion, a variety of behaviours may be seen such as smile, emotions, silence and_________.
logical argumentation.
In Argentina, for example, negotiators may become quite emotional, although in________ you may expect a lively discourse because they enjoy debating.
France
Failing to start with ____________ offers is one of the common Negotiation mistakes.
Conditional
"Let's get to the point" to speed up decisions, is a norm of the _____________ negotiators.
The U.S. negotiators
Anything that distracts or interferes with the message or negotiations is considered as ____________.
Cultural Noise.
In ___________Negotiators are chosen based on family connections, political influence, education, and gender (females should be in the background).
Latin America
_____________ prefer to keep a distance between themselves and the other team negotiators. Punctuality is expected in the country and Contracts are firm guidelines to be followed exactly.
Germans
Negotiation process involves
•Preparation and Site Selection
•Team Selection
•Relationship Building
•Opening Talks
•Discussions
and finally _______________.
Agreements / Contracts
Negotiators from ________________ Prefer to use an intermediaries but rarely use lawyers.
China
In ________ mainly there are two groups:___________ and ___________. They are well informed and analytical and have sense of self-determination.
Canada
the Anglophones
the Francophones
__________ are rather emotional; they are a non-confrontational and face-saving culture. Their negotiation style is indirect.
Brazilians
Negotiators from_______________ – 2 to 3 on the team, competitive, get directly to the task whereas ___________– 4 to 7 on the team, value harmonious relationships, and take longer to get to the task.
U.S. America
Japanese
Observant, patient, and adaptable are mentally sharp are the norms of _____________.
a successful negotiator
French logic ("Cartesian" logic) proceeds from what is known in a ________________ until an agreement is reached.
a point-by-point fashion